For Sales Super Stars
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The 25 Soft Selling Relationship Techniques For Sales Super Stars презентация
Содержание
- 1. The 25 Soft Selling Relationship Techniques For Sales Super Stars
- 2. Stop looking at your customers as dollar
- 3. BE ENGAGING Respect people and resist negative,
- 4. BE ENGAGING A young College student once
- 5. AFFIRM ONLINE At any moment throughout the
- 6. HARNERSS INTERPERSONAL SKILLS dialogue vs monologue considerate
- 7. MAKE LASTING IMPRESSIONS Be interested in other
- 8. TWO EARS ONE MOUTH www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #6
- 9. The cost of not listening! How
- 10. The cost of not listening! Upoaded
- 11. Become a PSP Problem Solving Promoter!
- 12. SMILE The most all-time view videos on
- 13. SMILE Smile costs nothing but gives much.
- 14. Some people are too tired to
- 15. How to remember a name… “sorry I
- 16. It’s all about them If the
- 17. Leave them a little better Your biggest
- 18. Leave them a little better Focus on
- 19. Educate for money In the new information-based
- 20. Educate for money In the new information-based
- 21. Educate for money She was earning
- 22. Win your critics over with grace and
- 23. Win your critics over with grace and
- 24. Never say “You’re Wrong!” This will only
- 25. Never say “You’re Wrong!” Be humble
- 26. With the exception of this guy -
- 27. Earn others Trust The fable of the
- 28. Mirror and Match – “subtle“ Stand
- 29. Stop PUMPING and DUMPING www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #21
- 30. I’m Sorry – There are no Magic
- 31. www.salesandnegotiations.com Facebook: The Academy of Sales and
- 32. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations DOWNLOAD your FREE Book www.thefreesalesbook.com.au
Stop looking at your customers as dollar signs! And Create a SYSTEM for them to be cared and nurtured! Relationship Technique #1
Слайд 1www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
The 25 Soft Selling
Relationship Techniques
Слайд 2Stop looking at your customers as dollar signs!
And Create a SYSTEM
for them to be cared and nurtured!
Relationship Technique #1
Слайд 3BE ENGAGING
Respect people and resist negative, bad mouthing. It’s more harmful
than helpful
Remove your agenda and manage your messages with meaningful words
Take time out and calm yourself before you communicate
Shoot your media from negativity to positive encouragement
Down play your right to speak freely
I am the problem of the world, so are you – let’s get on with the job
Remove your agenda and manage your messages with meaningful words
Take time out and calm yourself before you communicate
Shoot your media from negativity to positive encouragement
Down play your right to speak freely
I am the problem of the world, so are you – let’s get on with the job
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #2
Слайд 4BE ENGAGING
A young College student once asked Mohammad Ali, what he
should do with his life. He could not decide whether to continue his education or go to the world to seek his fortune. It was clear he was leaning towards the latter.
“Stay in college”, get the education advised Ali. “If they can make penicillin out of mouldy bread, they can make something out of you!”
“Stay in college”, get the education advised Ali. “If they can make penicillin out of mouldy bread, they can make something out of you!”
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #2
Слайд 5AFFIRM ONLINE
At any moment throughout the day, we can affirm our
friends, fans and followers in numerous ways over the now twitter text in a blogs.
Simple gesture, a kind word can make all the difference in someone else’s day.
What are some of the kind words you have in your business?
Simple gesture, a kind word can make all the difference in someone else’s day.
What are some of the kind words you have in your business?
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #3
Слайд 6HARNERSS INTERPERSONAL SKILLS
dialogue vs monologue
considerate vs conceited
authentic vs fake
transparent vs manipulative
secure
vs needy
interested in meeting needs vs interested in making money
builds trust vs builds tension
interested in meeting needs vs interested in making money
builds trust vs builds tension
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #4
Слайд 7MAKE LASTING IMPRESSIONS
Be interested in other people.
In the 1930s, the
New York telephone company made a detailed study of telephone conversations to find out which were the most frequently words used, they discovered the personal pronoun “I” was used 3900 times in 500 telephone conversations
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Facebook: The Academy of Sales and Negotiations
Relationship Technique #5
Слайд 8TWO EARS ONE MOUTH
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique
#6
Слайд 9The cost of not listening!
How do you increase your influence and
not lose $180 Million Dollars?
2008 – a Muso “Dave Carrol” - little know Band from Canada – on the way to Nebraska USA with United
$3500 Guitar – “don’t talk to me – talk to the lead agent”
Year long Odyssey from 500 Miles away. He fixed it for $1200 – split bill?
Wrote a song called “United Breaks Guitars”
2008 – a Muso “Dave Carrol” - little know Band from Canada – on the way to Nebraska USA with United
$3500 Guitar – “don’t talk to me – talk to the lead agent”
Year long Odyssey from 500 Miles away. He fixed it for $1200 – split bill?
Wrote a song called “United Breaks Guitars”
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #7
Слайд 10The cost of not listening!
Upoaded it to YouTube – it’s had
12 Million views since 2009 and is now a book and website called UnitedBreaksGuitarsBook.com
Within Days of first upload and bad press from YouTube, stock price plummeted $180 Million
Enough to BUY
51,000 guitars!
Within Days of first upload and bad press from YouTube, stock price plummeted $180 Million
Enough to BUY
51,000 guitars!
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #8
Слайд 11Become a PSP
Problem Solving Promoter!
You can turn any business around when
you become a Personal Problem Solver and you promote this with no strings attached to the marketplace.
Go after relationships before you go to business
Help people without the hustle
Go after relationships before you go to business
Help people without the hustle
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #9
Слайд 12SMILE
The most all-time view videos on YouTube top 2 - all
about smiles.
SMILE sends a message. We like to receive.
Smiles takes little effort but gets astonishing rewards
Smile using social media. Begin and end the message on a positive note.
Be mindful of your tone when using e-mail’s or posting on social networks. Be the happy person.
Your voice is more pleasant inviting him compelling when you’re smiling
Telephone sales are improved when you’re smiling on the phone.
SMILE sends a message. We like to receive.
Smiles takes little effort but gets astonishing rewards
Smile using social media. Begin and end the message on a positive note.
Be mindful of your tone when using e-mail’s or posting on social networks. Be the happy person.
Your voice is more pleasant inviting him compelling when you’re smiling
Telephone sales are improved when you’re smiling on the phone.
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #10
Слайд 13SMILE
Smile costs nothing but gives much. It enriches those who receive
without making for those who give.
It takes but a moment but the memory of it sometimes lasts forever. A smile cannot be bought begged borrowed or stolen for it is something that has of no value to anyone until it is given away.
It takes but a moment but the memory of it sometimes lasts forever. A smile cannot be bought begged borrowed or stolen for it is something that has of no value to anyone until it is given away.
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #10
Слайд 14
Some people are too tired to give you a smile. Give
them one of yours, as none needs a smile so much as the he/she who has no more to give
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Facebook: The Academy of Sales and Negotiations
Relationship Technique #10
Слайд 15How to remember a name…
“sorry I didn’t get your name clearly”
“How
is that spelt?”
REPEAT the name several times during conversation.
Picture their name with personal features
Write the name down on paper & review
When tweeting/email/post replace “hi” or “hey” with “Dear John” or “Good Morning Jane”
REPEAT the name several times during conversation.
Picture their name with personal features
Write the name down on paper & review
When tweeting/email/post replace “hi” or “hey” with “Dear John” or “Good Morning Jane”
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #11
Слайд 16It’s all about them
If the foundation of success in sales is
through trust-based relationships then the goal of all interactions should be conveying value as soon and as often as possible.
Systematically use scripts so staff discuss what matters to prospects and meet them at their needs.
Systematically use scripts so staff discuss what matters to prospects and meet them at their needs.
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #12
Слайд 17Leave them a little better
Your biggest and best intentions for relationships
and therefore more sales, will regularly fall short of your potential - if you’re intentions do not translate into small acts of service and value for your customers and prospects.
WOW your customers. Delight and Surprise.
Move relationships from manipulative to meaningful. Every tweet, post, email and tangible encounter will be judged by the marketplace. Leave them a little better from being with you.
WOW your customers. Delight and Surprise.
Move relationships from manipulative to meaningful. Every tweet, post, email and tangible encounter will be judged by the marketplace. Leave them a little better from being with you.
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #13
Слайд 18Leave them a little better
Focus on the small stuff
Do to others
what you would have been due to you – it’s the golden rule!
Be honest, courteous and friendly in your business or sales environment.
Be honest, courteous and friendly in your business or sales environment.
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #13
Слайд 19Educate for money
In the new information-based economy we are largely known
by the name we brand and the campaign to the world.
Ree Drummond began blogging in 2006 as a way to keep her family & friends updated of her unexpected but gratifying life…
Ree Drummond began blogging in 2006 as a way to keep her family & friends updated of her unexpected but gratifying life…
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #14
Слайд 20Educate for money
In the new information-based economy we are largely known
by the name we brand and the campaign to the world.
By 2010 she had to 2 book contracts and two New York Times best Sellers!
By 2010 she had to 2 book contracts and two New York Times best Sellers!
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #14
Слайд 21Educate for money
She was earning approximately $1 million, from blog ad
sales alone
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Facebook: The Academy of Sales and Negotiations
Relationship Technique #14
Слайд 22Win your critics over with grace and goodwill
Arguing with another person
will really get you anywhere
So much of our time is spent arguing with people online
So much of our time is spent arguing with people online
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #15
Слайд 23Win your critics over with grace and goodwill
Very few arguments change
peoples minds.
Two people can’t fight if one person doesn’t want to!
The Art of Negotiations…
Two people can’t fight if one person doesn’t want to!
The Art of Negotiations…
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #15
Слайд 24Never say “You’re Wrong!”
This will only earn you enemies
People respond emotionally
and defensively as you are attacking the judgment.
Guard your self – it’s more than just the words you say
Guard your self – it’s more than just the words you say
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #16
Слайд 25Never say “You’re Wrong!”
Be humble
Be Agreeable
Be respectful
www.salesandnegotiations.com
Facebook: The Academy of Sales
and Negotiations
Relationship Technique #17
Слайд 26With the exception of this guy - People are NOT their
behaviours!
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #18
Слайд 27Earn others Trust
The fable of the sun and the wind
www.salesandnegotiations.com
Facebook: The
Academy of Sales and Negotiations
Relationship Technique #19
Слайд 28Mirror and Match – “subtle“
Stand – physical presence
Voice inflections
Voice tones
Lean in
towards them
Mirror – Match – Pace - Lead
Mirror – Match – Pace - Lead
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique #20
Слайд 29Stop PUMPING and DUMPING
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
Relationship Technique
#21
Слайд 30I’m Sorry – There are no Magic Sales Closes!
There are people
who have solutions for their community and IO’s to get people started.
They serve customers like Kings and Queens.
They Smile, are friendly and offer good old fashioned service.
They Systemise everything they can.
They ask “which would you prefer?” then move “naturally” towards payment/booking options
They therefore – have all the business they can take!
They serve customers like Kings and Queens.
They Smile, are friendly and offer good old fashioned service.
They Systemise everything they can.
They ask “which would you prefer?” then move “naturally” towards payment/booking options
They therefore – have all the business they can take!
www.salesandnegotiations.com
Facebook: The Academy of Sales and Negotiations
BONUS TIP
Слайд 31www.salesandnegotiations.com
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www.salesandnegotiations.com
Sales Training
Sales Systems
Sales & Marketing
Automation
Слайд 32www.salesandnegotiations.com
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DOWNLOAD your FREE Book
www.thefreesalesbook.com.au
